Say It Right: Follow Up Scripts To Win Every Type Of Lead

October 10, 2016

If you're following up with every lead the same way, your follow-up system needs some work! Today we're going to show you exactly what you should be saying to each and every type of lead you come across.

If they’re only looking at general communities, then they haven’t decided on a specific area just yet which means they’re probably part of the crowd of buyers that’s in the 10-week search phase.

Before buyers even enter the average 30-45 day home search phase, they spend an average of 10 weeks prepping with online research about communities, breaking down the various pros and cons of each area.

You can find a break down on the research surrounding those number here.

Here we want to be direct and specific without directly saying something like, “I saw you looked at 1253 Larchmont street at 4:15 yesterday on my website” that’s too much.

But you could text them something along these lines…

What you’re doing with a follow up like the one above is essentially leading them into discussing what you want them to ask you about, THE LISTING!

This is essentially striking a balance between subtle accommodation and direct focus.

Now onto presumably your next question: why send a text message instead of an email?

The reason I’d advocate relying on texting so much more in your follow up system is because people are having their inboxes flooded with emails daily now.

If you have the opportunity to get you message in front of someone’s face immediately, I’d go that route, especially if they’re already looking at listings.

If the communication dies down after the text I’d follow up with an email.

Maybe something along these lines:

Remember, this is the most motivated lead you’re going to come across.

Make sure you’re doing everything in your power to accommodate their needs.